Active listening: are you a good listener?

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Active listening is a tactic used to help you pay more attention to what your prospect has to say and make the conversation more balanced. It can be an excellent way to improve your understanding of the market, your customer relationships, and your company's sales.

Without a doubt, the way you communicate, whether with your customers or your employees, will define the success of your business.

Want to understand more about this tactic? Keep reading our article!

Active listening is a technique that helps maintain an efficient dialogue, in which the listener is able to truly interpret and assimilate all the content that is expressed by the interlocutor, in a sincere manner. Although its name emphasizes mainly the act of listening, active listening is not simply the act of silently listening to what the other person has to say, but rather demonstrating interest in the subject and avoiding any type of judgment about the person who is speaking.

Active listening involves a genuine interest in understanding the other person’s reality. It is a practice that curiously investigates what the other person is trying to express, asking questions and checking whether the message is understood. In other words, it is an active listener. If you want to improve your sales performance, speak 46% and listen 54% of the time on a diagnostic call. This is the average of the best salespeople, according to a study conducted by Gong.io.

For this reason, being a good listener is one of the most Hong Kong telegram data important characteristics of those who work in consultative sales. This is key to: understanding the prospect's context correctly, conveying empathy and offering appropriate solutions to the problem that the person on the other end of the line is describing. In other words, demonstrating interest and providing value.

Therefore, it is necessary to learn to develop a genuine interest in what the person you are talking to is saying, which allows you to get involved in the conversation and avoid distractions that prevent you from absorbing relevant information and content throughout the process.

Helps promote an interpersonal relationship
The first major benefit is the creation of a more complete interpersonal relationship, in which you are able to communicate clearly and efficiently with anyone, absorbing relevant information and content that can (and will) help in the relationship with the team and in improving the relationship with customers and prospects.

Generates trust
More effective communication can also generate more trust between you and your prospect. The exchange of information and genuine interest expressed by both parties optimizes the relationship and shows that the listener, in turn, is concerned enough to pay attention, ask questions and be consultative throughout the communication process. This generates greater success in selling products and services.

Reduces conflicts and increases teamwork
With clearer communication, it is possible to reduce conflicts that are often present in our daily lives. After all, the more attention you pay to a speech, the more information you absorb and the fewer disagreements you have on a daily basis. Therefore, teamwork tends to be much more effective during the active listening process. This happens because it is now possible to improve relationships with colleagues, which allows you to truly do quality work together, without stress and disagreements.

Relevant information is absorbed
During a conversation, a lot of information, data and facts are presented. Unfortunately, it can happen that we absorb almost nothing of what is said to us, especially when the listener has the bad habit of not fully concentrating on the interlocutor. When we practice active listening, it is possible to absorb more and more relevant information that can be valuable in your daily life.

Stay focused
Try to pay attention to what is being said to correctly understand the message. If you focus on listening to the person in a meeting, it is unlikely that important information will be missed. This ensures that you can better construct ideas later on when you are designing a solution. This way, when you present to the client, you will be able to connect with something that they said during the meeting.